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Being an Effective Salesperson Means That You PREPARE FOR OBJECTIONS
Written by: Adrian MillerArticle Overview: It’s not difficult to figure out the top five, most commonly used objections customers will give. Novice salespeople usually hear them in the first weeks on the job. To be successful, particularly in a challenging economy, you have to be able to anticipate resistance and have the tactics in place to overcome it.
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Being an Effective Salesperson Means That You PREPARE FOR OBJECTIONS
It’s not difficult to figure out the top five, most commonly
used objections customers will give. Novice salespeople usually hear them in
the first weeks on the job. To be successful, particularly in a challenging
economy, you have to be able to anticipate resistance and have the tactics in
place to overcome it.
Surprisingly, many of us are blindsided by common objections
and answer each one as if it was the first time it was ever used. The reality
is that most are recycled, regurgitated, and reused over and over. Successful
sales depends on developing the expertise to prevent and battle objections, and
the more you’re prepared to answer them, the more successful you will be.
The Five Most Common Objections
“We’re happy with whom we are currently using”
Prospects will commonly say that they are “happy with their
current supplier,” even when they aren’t necessarily. Do you cross him or her
off your prospect list and move on when you here this? You’re making a mistake
if you do. This quick brush-off needs to be examined. How do you know if they
are 100% happy with their provider? Is their loyalty undying, or is there room
for negotiation? Do they need a backup supplier? Are they being lazy in
shopping for better vendors? These are the questions that you should be
pondering when you here this objection.
“Not Now/Maybe Later”
The “not now/maybe later” statement is another common
objection that frequently terminates sales efforts. Instead, it should be
viewed as a positive statement of interest. When you hear this, the immediate
reaction should be to pin the prospect down to a definite “when.” Once you have
a time, you can focus sales efforts for then, and you can continue to make
contact with them until they have made a buying decision.
No Money
You have a prospect who is interested in what you have to
offer but says there is no budget for it. This is often considered the most
difficult objection to rebut. But, probing for more information after being
told this objection can uncover some key information that might result in you
making the sale. Develop strategies to politely ask about budget limitations,
future spending, and who within the organization can make budget decisions. The
answers will help you confirm whether the “no money” objection is real or if
there is something else preventing the sale.
You Price is Too High
This classic objection often sets rookie salespeople off
running on with a list of benefits and reasons why the higher price is
justifiable. This often doesn’t accomplish a thing. Rather, turn the tables and
ask questions to find out what is lurking below the surface of your prospect’s
resistance. Start by asking the prospect with what they were hoping to pay.
Work from there, and keep the questions open-ended so that they have to engage
in a conversation. You’ll learn more about your prospect and will be able to
figure out whether or not price is truly at the root of the objection.
No Need
Frequently, prospects who say they have no need for your
products or services are just using this objection as a stock answer for anyone
and everyone who approaches them. Consider turning this objection into a reason
for buying. Find ways to point out why there is a need for your product or
service. If you can make it difficult for the client to use this objection, it
can very well turn into the reason for buying.
Handling the Greatest Source of Failed Closes
Insurance Sales Training
Handling Objections in Four Simple Steps (Really)
Cutting Through Stalls and Objections
Overcoming Objections 101
Article Tags: economy, job, loyalty, mistake, nbsp, negotiation, novice, objection, objections, prospect list, prospects, resistance, sales efforts, salespeople, shopping, span style, statement of interest, successful sales
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